Evan Hopkins, former VP of Sales at 1-800-GOT-JUNK, comes on the show to talk about franchise sales, but more specifically to talk about how to develop trust so that we can have difficult conversations around under-performance. Evan speaks to a concept called 'radical candor'. Being candid is the only way to approach tough conversations. We also get into how to get referrals and how to condition the other party to get you what you need. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts...
Apr 09, 2018•46 min•Ep. 26
Here it is! Finally! I've been waiting to air this episode for a long time! Kwame Christian is on the show today to speak about contracts, what to look for in contracts, and some things you really need to be aware of in contract negotiations. He's a lawyer, host of the Negotiate Anything Podcast (great podcast!), and owns his own negotiation coaching and training business. We had so much fun. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Apr 02, 2018•44 min•Ep. 25
Robbie is the founder of Peninsula Strategies, a management consulting firm and the author of the The Membership Economy (top 5 Marketing Book of 2017). Her clients have included Netflix, the National Restaurant Association and The Mail Newspapers in the UK. I had so much fun talking with Robbie! We started off talking about the membership economy and then the conversation moved into talking about grocery stores of all things! ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts...
Mar 26, 2018•38 min•Ep. 24
If you ever get the opportunity to speak with Bob Sager, you're like to never meet with a more positive person. Bob and I get into the weeds on what a positive self-worth is and what it takes to develop a positive self-worth. Often in roles like sales or procurement we don't give much thought to the psychological game at play in our own heads. The correlation of high self-worth to high performance cannot be ignored. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Mar 19, 2018•52 min•Ep. 23
Josh Steimle is an author, speaker, and entrepreneur. He's very well-known for speaking and writing on the topic of influence, how to use influence, how to develop influence, and how to grow your influence, so that you can use it to your advantage and obviously the advantage of others. We dive deep into what real influence actually is. It's not what you might think it might be and the answer actually might surprise you. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Mar 12, 2018•42 min•Ep. 22
A lot of us forget about is the cost of conflict, and the cost of not being able to manage conflict effectively. Raphael tells about the inner workings of conflict resolution, dispute resolution, and mediation and arbitration. We get deep into what it takes to manage conflict, how we should manage conflict, and what kind of mechanisms should we put in place so that we can manage conflict effectively in the future. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Mar 05, 2018•48 min•Ep. 21
Sometimes we get so caught up in our external negotiations that we forget about what it's like to negotiate and create alignment internally within our organizations. David Hearn is known for creating alignment internally and explaining the need for good emotional intelligence, and the development of empathy to create that alignment. It's so, so important. but for whatever reason, we forget about it. So how do procurement leaders negotiate internally? ALL SHOW NOTES AND LINKS AT: negotiations.nin...
Feb 26, 2018•34 min•Ep. 20
Phil Ideson and I are both procurement guys and both have podcasts. And the similarities in our backgrounds is actually quite startling. It feels like we've known each other for a long time. On this show, Phil and I wax poetic on procurement negotiations and some of the challenges that procurement people face in negotiations. We collaborated and recorded for his show at the same time, so check that show out in the show notes! ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Feb 19, 2018•49 min•Ep. 19
It was both an honor and a privilege to have Brent Gleeson on the show. Brent is a Navy SEAL combat veteran with multiple tours to Iraq and Africa and other war torn areas. We spoke about peak performance, peak performance culture, peak performance mindset and what it takes to develop a mindset of peak performance and how you can translate that into your sales and your negotiation life. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Feb 12, 2018•51 min•Ep. 18
Doug Sandler may be the nicest guy that I've ever had on this show, but that makes sense because he is the author of Nice Guys Finish First, and the host of the Nice Guy's on Business podcast. Being the son of the famous Dave Sandler, Doug is no stranger to sales systems, but has developed something very different in his Invest, Inspire, and Execute system. Doug and I talk about sales, negotiations, and what it takes to be a nice guy in business. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/p...
Feb 05, 2018•43 min•Ep. 17
Michael Raphael is the Chief Procurement Officer at Jones, Lang and LaSalle, a multinational property management firm. Having been based in Asia for 11 years, he has a deep knowledge of negotiation practices in Asia and that's what we discuss. In the west we're sometimes guilty of being egocentric in thinking that our way of negotiating is the way people all over the world negotiate, and that simply is not true. So how should you negotiate in Asia? ALL SHOW NOTES AND LINKS AT: negotiations.ninja...
Jan 29, 2018•51 min•Ep. 16
Vitold is the CPO for the America's region for Capgemini (an information services company based out of Paris) and is quickly becoming my favourite Frenchman. Our conversation was focused around the pace of change in technology, and what's required from a procurement and negotiations point of view to keep pace with that change. I'm excited that I was able to get this interview with Vitold as it ties in nicely to the conversation that I had with Howard Richman. His cool French accent may be my fav...
Jan 22, 2018•40 min•Ep. 15
Howard is the head of global indirect procurement at Citrix Systems. We focused our discussion on procurement negotiations within the IT and IS space, but this conversation is so much more than that. Warning, we touch on a few legal concepts, but we are not lawyers. Obviously, don't take our word as the gospel truth for legal concepts that we talk about. Seek qualified legal counsel if you need help with legal issues that you're negotiating. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcas...
Jan 15, 2018•58 min•Ep. 14
Dr. Natalia Wiechowski is the Middle East's leading edutainer. She is a keynote speaker and personal branding expert who empowers business people to stand out. She builds impressive, positive, personal brands and fast tracks their success online and in everyday life. We walk through how personal branding and negotiation overlap and why personal branding is so important to developing strong negotiation practices and getting great deals. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts...
Jan 08, 2018•35 min•Ep. 13
I'm joined by Tarek Alaruri of FairMarkIT.com. We split our discussion and focus on price transparency in the procurement industry, especially around price transparency in negotiation. And then we switch gears and talk about tailspend. 20% of vendors produce 80% of the spend, so what should we focus on optimizing? What about the forgotten 80% of vendors that produce 20% of the spend? It was a super fun conversation. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Jan 01, 2018•37 min•Ep. 12
In this episode, Beth Fisher-Yoshida and Todd Wiesel talk on the role of women in negotiation. We dive into topics like implicit bias and the systemic issues that women face in the workforce. Beth is a certified clinical sociologist, facilitator, educator, mediator and executive coach. Todd is the managing director at The Negotiation Institute (TNI) and coordinator of the WIN Summit, a conference focused on women and negotiation skills. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts...
Dec 25, 2017•49 min•Ep. 11
Anthony Iannarino is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo, and is one of the 50 Most Influential People In Sales. In this podcast we dive deep into how procurement and sales overlap and how we can collaboratively drive more value for the business when it comes to negotiation. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Dec 18, 2017•50 min•Ep. 10
Stan Garber, Alex Yakubovich and Greg Tennyson can see the future. In this episode we discuss technology's role in procurement and negotiations, where we are, where we're going, how do we get there. Stan and Alex started Scout, which is an intuitive Cloud based platform which encompasses everything from project intake through sourcing pipeline to contract and supplier management, RFX, and reverse auction tools. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Dec 11, 2017•35 min•Ep. 9
The “Sales Hunter” himself, Mr. Mark Hunter, joins us today. Mark is one of the Top 50 Most Influential Sales and Marketing Leaders in the World and as the author of two best-selling books. In this interview we talk about how to negotiate better in a sales context, asking the right questions and we also talk about some of Mark’s failures around negotiation. Mark has conducted thousands of events on sales has spoken in more than 25 countries. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcas...
Dec 04, 2017•43 min•Ep. 8
Drew Green is the CEO of Indochino - the largest bespoke suit retailer in the world. Between 2015 and 2017, Drew increased the market capitalization of Indochino by approximately $200 million. He says focus, dedication and decisiveness are what have led the company to achieving record growth year over year. Execution is everything to Drew. His knowledge on entrepreneurial financing and deal making and how to think about deals is incredible. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast...
Nov 27, 2017•35 min•Ep. 7
Anthony Iannarino is a speaker, a best-selling author of two books - both are fantastic - and a sales leader. He has worked for and spoken to global giants like Accenture, Abbott Labs, NetJets and Wells Fargo, and is one of the 50 Most Influential People In Sales. We get deep into sales and procurement styles of negotiating and discuss how sales and procurement have interacted with each other in the past. A truly fascinating discussion! ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts...
Nov 20, 2017•1 hr•Ep. 6
Angus McIntosh may be one of the most eloquent speakers on procurement specific negotiation I've spoken to. We cover a ton of content on procurement specific negotiation in this episode and talk about how less than half the outcomes of negotiations are determined by the predictable factors like relative power and relationship history and the rest is actually about situation awareness and control (control of the self and control of the process). ALL SHOW NOTES AND LINKS AT: negotiations.ninja/pod...
Nov 13, 2017•47 min•Ep. 5
In this episode we interview Stephany Lapierre, the founder and CEO of Tealbook, a supplier intelligence company. We focus on that value of supplier intelligence in negotiations. Steph’s been recognized as an influencer by PharmaVOICE 100, was selected as the 2017 Provider Pro To Know by Supply & Demand Chain Magazine and has won many awards for her innovative approach to supplier intelligence. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts
Nov 06, 2017•33 min•Ep. 4
In this episode, we interview Don Klock, a professor of Supply Chain Management at Rutgers Business School. Don has over 30 years of experience with major multinational consumer products corporations like Colgate Palmolive, where he was most recently their Chief Procurement Officer. He has fantastic advice around the value of planning in negotiation. He’s a legend in the world of procurement and negotiation and it was truly an honor to talk with him. ALL SHOW NOTES AND LINKS AT: negotiations.nin...
Oct 30, 2017•40 min•Ep. 3
In this episode, we interview Greg Tennyson. A man called the most forward-thinking procurement executive in the U.S.. Greg is a recognized global executive with extensive experience leading transformative change across a wide range of organizations for Fortune 500 companies. He’s currently the Chief Procurement Officer at VSP Global and previously held the same role at Salesforce.com and Oracle. He has been featured by Supply and Demand Chain Magazine. He’s heavily involved in the Bay area proc...
Oct 21, 2017•35 min•Ep. 2
Dominic is a serial entrepreneur who also happens to be a business coach. He has built and sold two multinational businesses in the last two years. He is the global franchisor for a company called Focal Point Coaching which is a company that he took from 6 units to 200 units in just a few short years. Dominic is also the host of the ZorBusiness Podcast, where he educates other franchisors on how to grow their franchise operations. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast...
Oct 13, 2017•41 min•Ep. 1
